Introduction: The Significance of Conspicuity

Rudolf Schuessler () and Jan-Willem van der Rijt ()
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Rudolf Schuessler: University of Bayreuth, Department of Philosophy
Jan-Willem van der Rijt: Umeå University, Department of Historical, Philosophical and Religious Studies

Chapter Chapter 1 in Focal Points in Negotiation, 2019, pp 1-14 from Springer

Abstract: Abstract This chapter introduces the notion of focal points and juxtaposes the standard contexts in which focal points are usually analyzed (mathematical game theory, especially coordination games, and carefully controlled experimental laboratory settings) with the practical contexts of negotiations. It highlights the fundamental differences between these contexts, establishing the need of examining in detail the way focal points function in complex, real world settings. Making the case that negotiations offer a directly practical field where the importance of salience and focality is evident, it also shows that the ways focal points function in negotiations are much richer and more varied than an exclusive preoccupation with the context of pure coordination may initially suggest.

Keywords: Focal points; Salience; Coordination games; Negotiations (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-27901-1_1

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DOI: 10.1007/978-3-030-27901-1_1

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